Strategic Sales Director – Enterprise Transformation (Mortgage Industry)

The Strategic Sales Director is responsible for originating, shaping, and closing large-scale, transformative partnerships with leading mortgage lenders, including Independent Mortgage Banks (IMBs), Banks, and Tier-1 mortgage institutions. 

This is not a traditional enterprise sales role. The Strategic Sales Director acts as a trusted advisor to executive leadership, helping lenders reimagine core mortgage workflows through AI-driven automation and intelligence. The role requires the ability to identify enterprise-level operational and economic challenges, architect multi-year transformation roadmaps, and lead complex, executive-driven buying processes. 

This is a pure hunter role focused on opening new logos and creating strategic demand. The individual will pursue a defined set of named, “must-have” accounts and will be expected to think, shape, and sell high-value, multi-year transformation deals that materially change how mortgage organizations operate. 

• Identify systemic operational, cost, risk, and scalability challenges across the mortgage value chain and reframe them as enterprise transformation opportunities. 

• Lead executive-level problem definition before solution definition, helping customers articulate the “why change” before the “what to buy.” 

• Shape large, multi-year deals by defining future-state operating models, phased transformation roadmaps, and measurable value realization. 

• Co-create compelling business cases with customer leadership that tie AI adoption directly to financial outcomes, cost reduction, margin expansion, and competitive advantage. 

• Own and execute the full-cycle enterprise sales process for new logo acquisition across IMBs and Banks. 

• Prospect, qualify, and penetrate high-value target accounts using a hypothesis-driven, insight-led approach. 

• Build and expand relationships with economic buyers and executive stakeholders (CEO, COO, CIO, CRO, Heads of Operations, Risk, and Technology). 

• Lead complex, multi-stakeholder buying processes involving business, technology, risk, compliance, and operations leaders. 

• Translate JazzX AGI capabilities into clear, differentiated business outcomes aligned to mortgage workflows. 

• Develop and present executive-ready ROI and value models grounded in mortgage economics. 

• Partner closely with Product, Engineering, Deployment, and Customer Success teams to shape solutions that meet enterprise-level transformation goals. 

• Position JazzX as a long-term strategic partner, not a point solution or vendor. 

• Evangelize JazzX’s transformation vision at industry events, executive workshops, and customer forums. 

• Provide structured, actionable market feedback to influence product roadmap and go-to-market strategy. 

• Maintain a strong understanding of competitive dynamics, industry trends, and emerging operational challenges in mortgage lending. 

• Demonstrated experience originating and closing complex, multi-year enterprise deals involving platform adoption, operating model change, and executive sponsorship. 

• Proven ability to sell large, strategic deals (typically $10M+ total contract value) driven by business impact rather than feature comparison. 

• Ability to engage credibly with C-suite and board-level stakeholders on strategy, economics, and transformation outcomes. 

• Strong value-based selling skills grounded in financial modeling and ROI articulation. 

• Proven ability to quickly establish trust and credibility with senior executives and economic buyers. 

• Experience leading executive conversations on P&L impact, cost structure, operational leverage, and risk mitigation. 

• Comfortable challenging legacy thinking and guiding customers toward new operating paradigms. 

• Deep understanding of mortgage industry economics and operating models. 

• Strong knowledge of origination, underwriting, servicing, quality control, compliance, and secondary market dynamics. 

• Existing relationships across IMBs, Banks, and mortgage leadership networks strongly preferred. 

• Strong understanding of AI, automation, and data-driven platforms, with the ability to link technology capabilities to real business outcomes. 

• Ability to model the economic impact of AI adoption across mortgage functions and workflows. 

• Skilled at presenting complex concepts clearly to both business and technical audiences. 

• Strong self-sourced pipeline generation capability with a disciplined, repeatable approach. 

• Experience running long, complex deal cycles with clear qualification, stakeholder mapping, and risk management. 

• Proficient in CRM usage, forecasting accuracy, and opportunity management. 

Within the first 12-18 months, success in this role includes: 

• Closed large, multi-year strategic partnerships with Tier-1 mortgage lenders. 

• Positioned JazzX as a transformation partner embedded in customers’ long-term AI and operating strategy. 

• Built strong executive champions who sponsor JazzX initiatives at the C-suite and board level. 

• Influenced customer operating models and delivered measurable financial and operational impact. 

• Created repeatable deal archetypes for large-scale mortgage transformation sales. 

• 10+ years of experience in enterprise sales with a strong focus on new logo acquisition. 

• Direct experience selling to mortgage lenders (IMBs and/or Banks) is required. 

• Background selling AI/ML platforms, SaaS, workflow automation, or enterprise software preferred. 

• Proven track record of meeting or exceeding multi-million-dollar quotas. 

• Demonstrated ability to sell complex change, not just products.